Communication

Selling Without Slides

Sunday, May 11th, 2008

It’s a scenario played out in millions of sales meetings every year. The eager salesperson has finally managed to get a meeting with one of his A list target customers. The customer meets him at reception, takes him to a meeting room and opens with “tell me a little about your company”.

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The Joy of Text (or “Is it just me who hates webinars and video”)

Tuesday, April 22nd, 2008

I like to think I keep up with the times. I’m PDAd-up, work a lot via mobile broadband, and of course, run a blog.
But one thing I just can’t get the hang of is the increasing use of multimedia resources on business websites.

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Turbo-Charge Your Sales Stories;

Monday, February 11th, 2008

Selling with Stories  proved to be my most popular blog post yet. Not surprising really - it’s a brilliant sales technique - one I almost felt guilty giving away.
Shortly after I posted it I was alerted by a post on Carol Bentley’s B2B Copywriting blog to an even better template for these story-come-testimonials. She highlighted a [...]

Postscript to Debunking the myths of non-verbal communication

Thursday, January 24th, 2008

My post on debunking the myths of non-verbal communication has been picked up by a lot of google searches for “percentage non-verbal communication”, “what % of communication is non-verbal” and the like.

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Debunking the myths of non-verbal communication

Wednesday, January 9th, 2008

93% of communication is non-verbal. Everyone knows that.
I’ve lost track of the number of times I’ve heard this in sales training sessions or read it in books, articles and blogs. Sometimes the stats are qualified further, for example:

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Finding your own style - a key to sales success

Friday, January 4th, 2008

One of the best pieces of advice I received early in my sales career was from a consulting industry veteran who urged me to “find my own style” in order to sell effectively. I’ve found the advice to be as relevant today as it was over a decade ago when I was just making the transition from [...]

In Praise of Passion: Selling’s Secret Weapon

Monday, December 17th, 2007

The stereotype many people have of salespeople is of an amoral hired gun. A sharp-suited, sharp-talking huckster who doesn’t care what he’s peddling as long as it brings in the money.
But in reality, the opposite is true of all truly successful salespeople: they have a real passion and belief in the products and services they sell.

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